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別對客戶卑躬屈膝!想贏得客戶的尊敬與訂單,業務人員不該太過「低姿態」

2019-11-16 02:45:48
Managertoday
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作為一個業務人員,如果沒有你的允許,沒有人可以看輕你。我常看到一些業務人員用過分的低姿態去接待客戶。謙卑當然是好的,但是過分的低姿態卻是沒有必要的,甚至還是不適當的。

作為一個業務人員,如果沒有你的允許,沒有人可以看輕你。我常看到一些業務人員用過分的低姿態去接待客戶。謙卑當然是好的,但是過分的低姿態卻是沒有必要的,甚至還是不適當的。

對業務人員來講,最重要的是你給客戶帶來什麼利益,特別是在B2B的商業世界,而不是有多低的姿態。 如果業務人員的工作時不能提供專業的服務給客戶,那職務和職稱都沒有任何意義了。

業務人員就是代表公司,他最好的表現就是拿出能力來代表公司。即使是在一個小公司工作,在與客戶接洽,我們仍然與客戶有相同的地位。我們要以足夠的產品知識和服務去贏得生意,自然就會贏得尊敬。

對業務人員來講,什麼是「平等的地位」(不卑不亢)?就是尊重你的客戶,理解客戶的需要,同時也讓客戶理解你的產品和你所提供的服務,還有你的生意底線在哪裡。

業務人員不只賣產品給客戶,同時也是提供訊息協助客戶。我們是透過產品傳遞價值給客戶,當我們能夠提供有用產品和服務給客戶時,我們才會贏得尊重。

愛默生曾說「你是誰,比你所說的話更有分量。」(Who you are speaks so loudly I can’t hear a word you’re saying.) 你怎麼看待你自己,客戶就怎麼看待你。 如果你把自己當成一個有很好知識,有很好態度的業務人員,客戶也會這麼看待你。贏得生意的關鍵點從來都是專業知識和態度,而不是姿態有多低。

(本文亦有英文版本,有興趣的讀者可於第二頁閱讀)

An Overly Low Profile is a Hindrance for Sales People

As a sales person, no one can put you down without your permission. I often see that some sales people are overly low-profile in treating customers. It’s good to be humble, but being too low-profile is unnecessary and potentially harmful.

The most important thing for sales people is what benefit you can bring for your customers, especially in B2B business. Both position and title don’t mean anything if you can’t provide professional service for your customer on the job.

A sales person is supposed to represents his company to the best of his ability. Even if you are working in a small company, you still have an equal position with your customers.

What does having “equal position” for a sales person mean? It means respecting your customers and understanding your customers’ needs, but it also means making your customers understand what products and services you can provide and what your bottom line is in this business.

Sales people are not only selling products to customers but are also providing information to assist them. We deliver value to our customers through our products. When we can provide useful knowledge about our products or services for customers, we will also win their respect.

As Ralph Waldo Emerson said, “Who you are speaks so loudly I can’t hear a word you’re saying.” Customers will treat you as you treat yourself. If you treat yourself as a professional sales person with good knowledge and a good attitude, your customers will also view you as a professional sales person. The key point for winning business in sales is always a combination of knowledge and attitude, not how low a profile a sales person takes.